Chapter 1: On Negotiating This chapter defines negotiating. The author then gives examples of real life negotiating. The basic ingredients for negotiating are then given. The author then explains the importance of negotiating in the business world. Sales negotiating and real estate negotiating are the major points of business negotiating that the author touches upon.

Chapter 2: The Cooperative Process In this chapter, the author explains that negotiating is not a game. The object of negotiation is for both parties negotiating to win. Mr. Nierenberg explains how to reach a relative balance when negotiating. Also in this chapter, it is explained what should be done when the negotiating process gets out of control.

Chapter 3: People This chapter deals with the fact that all negotiations are done between two human beings. The reader is taught how to understand people. This is done by helping the reader to figure out if an individual acts instinctively or rationally.

English: Piramid of Maslow, showing the hierarchy ...

Diagram of Maslow's hierarchy of needs.

The negotiations before signing the Treaty of Tria...

Predicting another person's behavior is also covered in this chapter. Understanding why a person reacts the way they do is broached in this section.

Chapter 4: Preparing for Negotiating In this chapter, the reader learns how to prepare for negotiating. The author says that the first in preparing for negotiations is to "know thyself," or understanding how you will react in certain situations. Also to properly prepare, you should research who and what you are negotiating. The newer methods of negotiating are also discussed, including psychological ways of negotiating.

Chapter 5: Hidden Assumptions When we are born we start making assumptions, according to the author. Assumptions can cause serious breakdowns in the negotiating process says Mr. Nierenberg. The wrong meaning ascertained from something someone says can cause negotiations to stop. The author then gives examples of this happening.

More Sociology essays:

... United States the primary benefactor was its people's "almost universal ambition to get forward", thus creating the need for the technological innovations and sociological revolutions which became the building blocks of modern day economics. With new technologies being ...

... United States proper. Chapter VI.OTHER NATIVE AMERICANSThe Eskimo (Inuit and Yupiit) and Aleuts are people of the treeless shores and tundra-covered coastal hinterlands of northernmost North America and Greenland and the eastern tip of the Chukchi Peninsula of ...

... United States ensured that rock would be an Anglo-American phenomenon. Bob Dylan, from Hibbing, Minnesota (via New York City), personified a new form of American music in the mid-1960s. Dylan brought together the amplified beat of rock and roll, the star imagery of ...

... of how people live. Starting from when they are born, African American children are already being segregated. For the most part, the non-commuter African Americans who live in a large city, live in the worst parts of town. The United States ...

... of the urban system in the United States. Furthermore, primacy is not an exclusive trait of developing countries, even though its most extreme forms are to be found in the developing world: Tokyo and London are primate cities. Finally, the emergence of ...

50 pages127Jun/20100.0

Students & Profs. say about us:

"Good news: you can turn to other's writing help. WriteWork has over 100,000 sample papers"